Sales Efficiency and Effectiveness Training

As part of our Sales Efficiency and Effectiveness Training Series, we offer two half-day seminars:

  • Building a Winning Time Management Plan
  • Understanding Sales Performance Productivity

The resources for both seminars are Bobby L. Butler's published books: Sales Producer and The Sales Mentor™.

Building a Winning Time Management Plan

In this half-day seminar, participants gain a comprehensive understanding of time management and winning time management planning strategies for the sales environment.

Upon completion, your sales representatives will know how to apply our proprietary five step process to time management planning and build their own time management plans.

Specifically, your participants will learn to:

  • Handle interruptions and distractions
  • Separate professional and personal activities
  • Identify and determine daily tasks’ relevance to core responsibilities
  • List, categorize and prioritize each task
  • Allocate time to perform prioritized tasks
  • Create an optimal format to structure and manage daily activities
  • Manage the unexpected

This fully interactive, instructor-led program provides brief segmented introductions of the content, facilitated discussions and exercises. Exercises include a case study and 10 individual, peer-to-peer, and small group building block activities.

Understanding Sales Performance Productivity

In this half-day seminar, participants learn to reach and exceed production expectations by understanding sales quotas, activity levels and performance ratios, and by managing these numbers to drive sales success. We will show your sales representatives how “the numbers” interrelate and affect their performances.

Upon completion of this program, your sales professionals will identify, develop and document their own numbers and learn to work with them to implement productivity improvements.

Specifically, your participants will learn to:

  • Understand the interrelationships between sales quotas, activity levels and performance ratios
  • Demonstrate how activity levels and performance ratios impact the achievement of sales quotas
  • Identify and develop their own activity levels and performance ratios
  • Maximize the efficiency of their sales activities through the monitoring and management of their performance ratios
  • Manipulate sales activities to improve upon their performance ratios, and increase their sales productivity to achieve and exceed sales quotas

This fully interactive, instructor-led program provides brief segmented introductions of the content, facilitated discussions and exercises. Exercises include a case study and nine individual, peer-to-peer, and small group building block activities.

Programs Currently Under Development
Sales Research and Planning
Time and Territory Management

Future Planned Programs
Making the Best First Impression
Getting Customer’s Attention and Focus, and Keeping It
Initiating Sales Professionally
Sales 101 & 102
Building and Retaining Relationships
Uncovering Sales through Probing
Getting to "Yes" and Closing Sales

Contact us for more information on our services: info@salesmentoringsolutions.com or 703-406-2295. We would be delighted to discuss any of our training programs—current and future.

Upon contacting us, mention that you got in touch with us as a result of your visit to our website and we will provide you either, a FREE hour of consultation on the training issue of your choice or a FREE autographed copy of The Sales Mentor™.

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